12 {{ upvoteCount | shortNum }}
12 {{ upvoteCount | shortNum }}

About to sell my largest job ever, need help on SEO presentation!

by RedShifted
9 replies
(the job is actually sold, but as you'll see there is opportunity to sell alot more here)

So I've been doing mostly web design but have started doing seo on the side as well.

Most sites I've been selling between $800-$1300 depending on the clients needs. So over the weekend I met a new client while playing golf (met him through a friend), this guy told me he wants to use me for a lot of work and that he's starting a new second business, but neither one of his businesses have websites.

I'm building him 2 websites, and he wants full on page SEO for both. He already told me he is fine with the price I gave him ($3600). I also know I can sell him on off page seo if I try. He gave me huge buying signals when I was talking about link wheels, second level tiers and backlinking. I also talked a bit about split testing as Ewen Mack recommended this (it creates huge desire if you do it properly).

So I'm very excited to say the least... well untill I got a phone call from him today.

He told me he's having a company meeting on wednesday and wants me to come in and explain to his WHOLE COMPANY exactly what I'm doing, and to basically give them "advice" (meanwhile I'm thinking "I just started building websites like 3 months ago").

I have no idea what he even means. Maybe they just want advice on SEO or other things they can be doing to bring in sales. The new business he's opening is a remodeling company. They will be doing EVERYTHING. Roofing, siding, additions, etc. I'm just not sure what to focus on with my presentation. Obviously I can talk about SEO for a long time, but I'd rather try using this as an opportunity to gain more business from him.

Maybe for other forms of marketing. Perhaps I can even help him set up some landing pages for PPC?

He has a lot of money and I know this for a fact. I also know he trusts me so I want to do right by the guy.

My problem is where do I draw the line with my experience? I know how to make websites, I know quite a bit about seo now, I know a TON about psychology/sales, but I do not have years and years of real world *marketing* experience and thats where I freeze up a bit.

How can I blow this guys mind on wednesday? Do you guys have any presentation "tricks" or any cool things I can talk about to help with my credibility here? I'll be doing a lot of reading and gathering poster boards together (I'm drawing out seo diagrams & a mindmap for his business) but is there anything else I can do?

I'm really just looking to impress these people. =]

Thanks guys! - Red
#job #largest #presentation #sell #seo
  • Profile picture of the author Baadier Sydow
    Sell the goals and make sure you mention that their are alternatives to getting their. I would recommend that you go with pay-per-click along with SEO short term with the long term being to only use SEO in the future. In a nutshell, they would immedietely start seeing results and return on investment with the pay-per-click. Which gives you more breathing space to market the SEO.

    Don't sell the technical details, sell the benefits ie increased revenue, brand exposure, targeted etc
    Signature
    Baadier Sydow
    Budget Furniture

    {{ DiscussionBoard.errors[6619976].message }}
  • Profile picture of the author embose64
    Awesome!

    I'm a professional SEO, and have been for 7 years. I would love to have an opportunity like that. PM me and I'll help you out in any way possible. We could even talk over Skype. I have no problem helping you out, or anyone else that needs help, for that matter.

    thanks!
    {{ DiscussionBoard.errors[6620453].message }}
  • Profile picture of the author HAdrian1239
    You want to be careful not to overwhelm them with technical jargon, which is something that I still sometimes do, just because I am so passionate and get "in a zone..."

    What I would do is go around the room and ask them what their concerns and questions are, keep track of them and address them in simplistic terms and metaphors that are easy to understand.

    Each person probably has different desires and levels of understanding, caring about different things. Fish that out, they will "tell you" how to give them advice, and sell themselves basically.

    You can tell them what you do, which is probably over their heads, or you can basically ask them what they think you can do, and get the fires burning, that's what I would personally do...
    Signature
    {{ DiscussionBoard.errors[6620494].message }}
  • Profile picture of the author qu4rk
    Originally Posted by RedShifted View Post

    (the job is actually sold, but as you'll see there is opportunity to sell alot more here)

    So I've been doing mostly web design but have started doing seo on the side as well.

    Most sites I've been selling between $800-$1300 depending on the clients needs. So over the weekend I met a new client while playing golf (met him through a friend), this guy told me he wants to use me for a lot of work and that he's starting a new second business, but neither one of his businesses have websites.

    I'm building him 2 websites, and he wants full on page SEO for both. He already told me he is fine with the price I gave him ($3600). I also know I can sell him on off page seo if I try. He gave me huge buying signals when I was talking about link wheels, second level tiers and backlinking. I also talked a bit about split testing as Ewen Mack recommended this (it creates huge desire if you do it properly).

    So I'm very excited to say the least... well untill I got a phone call from him today.

    He told me he's having a company meeting on wednesday and wants me to come in and explain to his WHOLE COMPANY exactly what I'm doing, and to basically give them "advice" (meanwhile I'm thinking "I just started building websites like 3 months ago").

    I have no idea what he even means. Maybe they just want advice on SEO or other things they can be doing to bring in sales. The new business he's opening is a remodeling company. They will be doing EVERYTHING. Roofing, siding, additions, etc. I'm just not sure what to focus on with my presentation. Obviously I can talk about SEO for a long time, but I'd rather try using this as an opportunity to gain more business from him.

    Maybe for other forms of marketing. Perhaps I can even help him set up some landing pages for PPC?

    He has a lot of money and I know this for a fact. I also know he trusts me so I want to do right by the guy.

    My problem is where do I draw the line with my experience? I know how to make websites, I know quite a bit about seo now, I know a TON about psychology/sales, but I do not have years and years of real world *marketing* experience and thats where I freeze up a bit.

    How can I blow this guys mind on wednesday? Do you guys have any presentation "tricks" or any cool things I can talk about to help with my credibility here? I'll be doing a lot of reading and gathering poster boards together (I'm drawing out seo diagrams & a mindmap for his business) but is there anything else I can do?

    I'm really just looking to impress these people. =]

    Thanks guys! - Red
    Red-

    Your post is long & I will not be able to cover it all, but lets start with your internal dialogue. Don't panic. Relax. Think of it this way. If you go in there and fall flat on your face, you have done what 95% of readers on this forum don't do. That's TAKE ACTION.

    Now. For presentation, if you are going to speak to multiple people in a company you need to get your ducks in a row. But, you really don't need a power point or anything.

    So, try this:

    ---FIND A PAIN---
    Take your laptop, and connect it to their projector.
    Pull up their main competitors websites and the top Google position.

    ---AGITATE THE PAIN---
    Tell them how much they are missing out by not being there
    Tell them how much their competitors are killing it by being there
    Ask them how it feels to have their competitors there & they are not.

    ---PLAY DOCTOR---
    This is where your solution fits (Have a clear cut bundle of solutions you want them to sign up for before you go).

    DO NOT give them specifics on what you will do. Tell them you don't want to bore nor confuse them with details.

    Have a contract with you that is ready to be signed and then get it signed.

    Hope this helps bud!

    Congrats on the opportunity.
    {{ DiscussionBoard.errors[6620506].message }}
  • Profile picture of the author Alastair McDermott
    One technique you can use with a presentation where you think it'll be "open discussion" for large parts is keep it to a small number of slides, all with 1-3 words max. Use some nice stock photos as BG.

    Actually you can use this for any presentation, and your audience will thank you - check out "Presentation Zen" by Garr Reynolds for more on that - super book.
    {{ DiscussionBoard.errors[6620911].message }}
  • Profile picture of the author AlexTee
    You should create a questionnaire to find out "what is most important" to him about having this meeting and what are his expectations.

    Email it, then call him and go over it to get a clear indication of what the end results look like to him.

    Let him know the questionnaire will make sure you are both on the same page.

    It could be as simple as:
    "What are the 3-5 things you want accomplished as a result of this meeting?"

    Make your outline based on his answer and you can't help but impress him because you met his expectations.

    I would stay away from the technical jargon and describe things as you would to a sixth grader.

    Seriously….you would focus on words that helps them understand then ask for feedback to make sure they understood what you just described.

    I don't mean insult their intelligence but just keep it simple and clearly show them what the end result will be.

    Oh yeah…..and have fun!
    {{ DiscussionBoard.errors[6622014].message }}
  • Profile picture of the author Baadier Sydow
    Just to add further, every time I've spoken to clients I have emphasized how the different parts of the website come together to provide a benefit for them. Things like streamlining a sales process and quantifiable return on investment are very important to clients. I have also tried to make every single aspect of my sales process appear as professional as possible, this includes things like having a full proposal template done which is printed. The client knows you mean business. You need to make sure they have no doubt in using your service. They have used you before, but you still need to win over whatever other stakeholders are present in the meeting. This may or not affect this deal, but if you impress it could lead to other completely unrelated opportunities that you would never have guessed.

    Everybody is buyer, are you selling? etc etc.
    Signature
    Baadier Sydow
    Budget Furniture

    {{ DiscussionBoard.errors[6622359].message }}

Trending Topics